Senior Sales Manager - HVAC

Senior Sales Manager – HVAC

Ferguson is currently seeking a Senior Sales Manager – HVAC to cover the New England market. This is a hybrid role based out of Wilmington, Massachusetts. The selected candidate will regularly work from Ferguson locations across Massachusetts, Maine, New Hampshire, Rhode Island, and Connecticut, and will also travel within these states to support and engage with customers. Accordingly, candidates should reside within this regional footprint.

Role Overview

The Senior Sales Manager - HVAC leads the execution of long-term sales strategies, identifying new business opportunities and driving overall sales growth. Partners with local field leadership to provide voice of the customer feedback to effectively build go-to-market strategies, customer segmentation plans, and sales coverage to drive expected sales and gross margin growth.

Position Details

• Reports to the Business Development Manager – HVAC NE
• Direct oversight of 5-8 Outside Sales Representatives/Territory Managers
• Market opportunity of $70M - $100M.

Responsibilities

• Drive market share growth in identified customer groups by implementing appropriate market coverage to achieve desired results
• Directly lead Outside Sales in the local market
• Cross customer group collaboration
• Leadership and sales acumen development of teammates across the market
• Monitor and identify gaps in Sales Team behavior, providing mentorship to improve Gross Margin and AR position
• Lead daily management & execution of account customers across the direct sales team, including ongoing customer meetings & business reviews
• Drive central initiatives & optimize sales processes in their markets. Support ongoing capability development and market pull-through for customer value creation.
• Staff, schedule, and train frontline sales professionals (e.g., Outside Sales, Account Managers, Customer Account Representatives) for assigned territories

Qualifications

• 5+ years of sales experience coupled with 5+ years of management experience is preferred
• Prior knowledge of HVAC business products and/or programs
• Ability to guide & train local sales leaders & associates, encouraging skill development
• Strong focus on driving critical growth & implementing initiatives that improve performance across sales channels
• Confident in making data-driven decisions, holding oneself & others accountable for outcomes related to profitability
• Capable of leading smooth transitions, especially when integrating new acquisitions & aligning them with existing systems & processes
• P&L Execution
• Business Growth and Expansion
• Sales & Performance Forecasting
• Leadership
• Successfully Leading Teams
• Ability to travel throughout the New England market with occasional overnights